Cybersecurity Field Sales Representative (Northwest/Pacific Territory)

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Introduction
At IBM, work is more than a job – it’s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you’ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so, lets talk.

Your Role and Responsibilities

Randori, an IBM Company and the leading provider of external Attack Surface Management and Continuous Automated Red Teaming is looking for a Security Field Sales Representative for the Northwest/Pacific Territories. You will act as a sales consultant who demonstrates first-hand knowledge of security strategy and implementation​. This role as an experienced enterprise sales professional, will allow you to demonstrate your successes with large complex sales cycles within the Global Fortune 2000. ​

Responsibilities of the Role:​

  • Drive the full lifecycle of an opportunity – including prospecting, presenting, running product evaluations, quoting, negotiating etc.​

  • Align with your sales engineer to establish proper success criteria, run product evaluations to map to that success criteria etc.​

  • Exceed booking, revenue, and pipeline quota targets​

  • Partner with Product teams to prioritize feature requests, bugs, support requests etc. ​

  • Partner with Marketing to analyze messaging and positioning, quantify brand awareness, coordinate marketing campaigns etc.

  • Be part of a fast-paced, category creating company with unlimited potential​

  • Be aware of the broader security strategic context and familiar with the key concepts in that area​


Required Technical and Professional Expertise

  • 5+ years of successful enterprise sales experience
  • 5+ years’ experience in Cybersecurity and ideally experience in the vulnerability management and pen testing markets​
  • Experience interacting with C-level contacts and the ability to articulate an executive message​
  • Experience in successfully selling large, multi-stakeholder deals​, create demand, and progress opportunities to close
  • Experience driving a consultative selling engagement, developing deep understanding of client’s business environment, understand pain points, and design a solution
  • Knowledge of overall territory management & forecasting systems​


Preferred Technical and Professional Expertise
N/A


About Business Unit

IBM’s Cloud and Cognitive software business is committed to bringing the power of IBM’s Cloud and Watson/AI technologies to life for our clients and ecosystem partners around the world. IBM provides you with the most comprehensive and consistent approach to development, security and operations across hybrid environments—with complete software solutions for business and IT operations, development, data science, security, and management. Our experts and software capabilities help organizations develop applications once and deploy them anywhere, integrate security across the breadth of their IT estate, and automate operations with management visibility. With IBM, you also have access to new skills and methods, governance and management approaches, and a deep ecosystem of industry experts and partners.

This job requires you to provide your COVID-19 vaccination status with supporting documentation, where legally permissible.


Your Life @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?


About IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 50 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.


Location Statement

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

– Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
– Financial programs such as 401(k), the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
– Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
– Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
– Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.

We consider qualified applicants with criminal histories, consistent with applicable law.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.


Being You @ IBM

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

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Key Job Details

    • Country/Region:US
    • State:MULTIPLE
    • City:Multiple Cities
    • Category:Sales
    • Required Education:Bachelor's Degree
    • Position Type:Professional
    • Employment Type:Full-Time
    • Contract Type:Regular
    • Company:(0147) International Business Machines Corporation
    • Req ID:628126BR
    • Travel Required:Up to 60% or 3 days a week (home on weekends – based on project requirements)
    • Projected Minimum Salary:$137,000 per year
    • Projected Maximum Salary:$137,000-$257,000/year per year

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